Sales Development Rep Job Description Template (2026)

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# Sales Development Rep — Job Description

## Role summary
A Sales Development Rep runs outbound pipeline creation: researching ICP accounts, building targeted lists from Apollo and LinkedIn Sales Navigator, writing personalized cold email sequences in Outreach or Salesloft, running LinkedIn touches and cold calls, qualifying leads with BANT or MEDDIC, and booking meetings for Account Executives — measured on meetings held, sourced pipeline, and eventually closed-won revenue attributed to their sequences, not just dials or emails sent.

## Responsibilities
- Build targeted prospect lists against ICP criteria using Apollo, ZoomInfo, LinkedIn Sales Navigator, Clay, and firmographic/technographic filters.
- Research accounts for real triggers: funding rounds, hiring signals, tech stack changes, executive moves, competitor churn — feed into personalized outreach.
- Write and iterate multi-touch outbound sequences in Outreach, Salesloft, Apollo, or Lemlist across email, LinkedIn, and phone.
- Make 40-80 cold calls per day through Aircall, JustCall, Orum, or parallel-dialer tools with disciplined talk tracks and objection handling.
- Run LinkedIn outbound: personalized connection requests, voice notes, multi-touch cadence tied to real account research — not spray-and-pray.
- Qualify inbound and outbound leads using BANT, MEDDIC, MEDDPICC, or SPIN depending on the sales org's framework.
- Book meetings directly into AE calendars using Calendly, Chili Piper, or HubSpot Meetings with confirmation emails and no-show rescheduling.
- Maintain CRM hygiene in Salesforce or HubSpot: log every touch, update contact and account data, tag disposition on every call, keep pipeline clean.
- A/B test subject lines, opening lines, CTAs, and cadence timing; promote winners into the main sequence with data, not opinion.
- Partner with marketing on ICP refinement, feed back on which segments are replying and closing, and flag bad-fit leads routing through inbound.
- Handle deliverability: warm up sending domains, rotate sending addresses, monitor inbox placement and bounce rate, use SmartLead or Instantly.ai where custom deliverability is needed.
- Hit weekly activity floors (dials, emails, LinkedIn touches) AND monthly outcome targets (meetings held, opps sourced, pipeline generated).

## Must-have skills
- 2+ years as an SDR or BDR in B2B SaaS or services, targeting US or European buyers.
- Proven cold call comfort — has personally made 50+ dials a day, handled objections live, and booked meetings from cold calls (not just email).
- Written English at a level that produces cold emails with zero grammar or tone errors; understands personalization is specific, not 'Hi {{firstName}}'.
- Spoken English with neutral accent suitable for US or UK buyer conversations.
- Hands-on fluency with at least one of: Outreach, Salesloft, Apollo, Lemlist, Instantly.ai — configured sequences, not just executed them.
- CRM discipline in HubSpot or Salesforce: clean activity logging, accurate lead disposition, pipeline hygiene.
- Understanding of at least one qualification framework (BANT, MEDDIC, SPIN) applied in real discovery calls.
- Resilience and pattern recognition — comfortable with a 95% no rate and can extract signal from rejection.

## Nice-to-have skills
- Experience with Clay or custom enrichment — can build a personalized sequence at scale, not one-by-one.
- Light copywriting instinct: can rewrite a sequence that's at 0.5% reply rate and get it to 3%+.
- Industry-specific motion: cybersecurity, fintech, healthcare tech, dev tools — understands buyer personas at a vocabulary level.
- Experience with parallel dialers (Orum, Nooks, PhoneBurner) for higher dial volume.
- Familiarity with intent data (6sense, Bombora, Clearbit) for account prioritization.
- Prior promotion from SDR to AE — shows the career instinct is real and the role isn't a landing pad.

## Tools and technology
- Salesforce / HubSpot CRM
- Outreach / Salesloft
- Apollo.io
- LinkedIn Sales Navigator
- Clay
- Lemlist / Instantly.ai
- Aircall / Orum
- Gong / Chorus
- Calendly / Chili Piper

## Reporting structure
Reports to the SDR Manager, Director of Sales Development, or VP of Sales in smaller teams. Partners daily with assigned Account Executives on handoffs, with Marketing on ICP and campaigns, and with RevOps on tooling and CRM hygiene.

## Success metrics (KPIs)
- 8-15 meetings held per month (varies by ICP and deal size).
- Meeting show-up rate 70%+ (booked → held).
- Meeting-to-opportunity conversion rate 50%+ (held → qualified opp).
- Sourced pipeline value hitting monthly quota (typically 3-5x target close revenue).
- Reply rate on cold email 3%+ on personalized sequences.
- Activity floor hit weekly (typical: 300+ dials, 200+ emails, 100+ LinkedIn touches).